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Tips on going direct?

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    #21
    Originally posted by GitMaster69 View Post

    the ones I saw offered maybe 10% margin at best. One of the reasons I dropped out of consultancy type of approach.
    However I saw few Digital Outcomes 6 that pay 800pd outside. If you can hit the skillset sweetspot
    You know that is £800 max rate so will end up being £720 max before someone gets £600 going via an agency.
    merely at clientco for the entertainment

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      #22
      Originally posted by eek View Post

      You know that is £800 max rate so will end up being £720 max before someone gets £600 going via an agency.
      This ^ Or the client is expecting something else above and beyond a bum on seat. Eek knows this so this isn't aimed at him but rates for small consultancies are higher as they provide additional benefits not carried out by the bum on seat you see. They may have a business representative that comes to site from time to time for example. There is a big difference between the need from a client for £800 a day ranging from one man bum on seat to a service supplied by a multi person consultancy. No details in Git's comments which is absolutely crucial hence my comment that banding day rates around is next to useless.
      'CUK forum personality of 2011 - Winner - Yes really!!!!

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        #23
        Originally posted by eek View Post

        Tenders have zero benefit for contractors - while it's probably not true that they will have been written by the preferred supplier it's often not far off the truth...
        I agree....the trick is to be the preferred supplier. I won a tendered bid which had a requirement of test experience of a system only I had previously tested

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          #24
          Originally posted by jamesbrown View Post
          I only work direct. There are basically two ways to get direct contracts. To do this consistently, both require that you are a specialist, not a generalist.

          The first is networking, building a contact list of clients who you've supplied in the past or who will provide recommendations to other potential clients.

          The second is bidding or tendering, but this generally won't work as a micro company, you will need to join forces with other (larger) suppliers.

          I do a mix of both but, again, you're pretty much wasting your time if you're a generalist, like a coder.

          There is a subset of the first case where you've already worked with clients before and they invite you back, which may be a possibility as a generalist if you did an outstanding job, but the reality is that generalists are easy to come by, on demand, and clients don't really need to look you up, so that will only work rarely, not as a strategy.

          Whether you're a specialist or a generalist, advertising is pretty much a waste of time.

          In summary, specialise first and then develop a reputation and a network over time, attending conferences or technical events etc. You should make a particular effort to find other suppliers that you can tender with.
          Good advice above. Most of the CIOs, IT Directors and other senior bods I know who use small consultancies, one man bands etc have relationships with those people already or get someone recommended to them. For example, I'm in an online members group of several hundred such people and almost every other day, someone is asking for recommendations because they need someone to do XYZ.

          Being a specialist with credibility is another good route. As an illustration, I was talking to a friend recently who only ever works direct as an agile consultant. He's published several books, is a regular conference speaker etc. I was slightly flabbergasted to hear that his day rate is about twice that of a typical CIO/IT Director.

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            #25
            Back in the day I had the odd direct gig but as other posters have said it takes time to build up your network.

            I then had two gigs from 2018 to 2021 all direct and it was lovely not having to deal with the pimps but don't expect your rate to go up massively; you are still an external client at the end of the day and sometimes also bottom of the invoices to be paid pile (a good tip is get to know the Finance Dept and be nice to them. )

            However this year I have had sweet FA for 5 months. It happens. Today I am starting another direct 3 month gig that I saw on LI. (Which remarkably was Outside IR35.)

            Sometimes it isn't always sweeter going direct and you need a bit of luck but don't expect it to last forever (like contracting in general!)

            good luck we're all counting on you.

            qh
            Last edited by quackhandle; 30 May 2022, 11:17.
            He had a negative bluety on a quackhandle and was quadraspazzed on a lifeglug.

            I look forward to your all knowing and likely sarcastic and unhelpful reply.

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              #26
              Agents work for the client, not the contractor.

              You may not see any value in using an agent but that doesn't mean the client doesn't themselves
              Originally posted by Stevie Wonder Boy
              I can't see any way to do it can you please advise?

              I want my account deleted and all of my information removed, I want to invoke my right to be forgotten.

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                #27
                In talking to a few small ("boutique") consultancies of late, it's hard to get direct gigs. You need good contacts and, even then, nothing is guaranteed. One consultancy I was hoping to work with had senior level support for them doing the work but the HR and procurement processes made it a non-starter because they felt a small company was too risky to work with. They gave the contract to one of the Big 4 and, no doubt, paid over the odds for a less personalised and less responsive service.

                I have only had one direct gig. That came via my network and was only a part-time, side of the desk piece that lasted about 6 months.

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                  #28
                  Find a really obnoxious agent (shouldn’t be too difficult). If the client hates them enough then once you have got the offer they will ask you to go direct instead.

                  Or just ask the people you’ve worked with before if there’s anything about.

                  I’ve had three or four direct contracts like that.

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                    #29
                    Originally posted by SimonMac View Post
                    Agents work for the client, not the contractor.

                    You may not see any value in using an agent but that doesn't mean the client doesn't themselves
                    There's also the point that you might not enjoy working directly with the client. As a tiny supplier you can expect to be bottom of the pile and if they are not a good company, messed about.
                    Originally posted by MaryPoppins
                    I'd still not breastfeed a nazi
                    Originally posted by vetran
                    Urine is quite nourishing

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                      #30
                      Up to 90-day payment terms and fractional withholding of payments (e.g., 10% until all work is done) are pretty standard in my line of work when going direct - same terms for companies small and large. You get used to it, but it might be a bit of a culture shock coming from agency payments every week.

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